Why is sales automation important?

Sales automation is one of the most important aspects of modern business. The main purpose of sales automation is to increase productivity by automating repetitive sales tasks, which frees up time for sales reps to focus on more high-level and complex tasks.

Sales automation is crucial for businesses of all sizes, from small start-ups to large enterprises. It is to keep up with their competition and meet customer demands and expectations efficiently. Research confirms that high-growth firms – those that have recently experienced an exponentially high growth – are more likely to incorporate sales and marketing automation strategies than their slower-growing counterparts.

This blog post will explore everything you can expect to gain from sales automation and why you should be using it in your business today.

Fill your sales pipeline with leads

Sales is a numbers game – the more leads you have in your pipeline, the more sales opportunities you will have. Yet as recently as the start of 2020, 80% of technology industry B2B companies had their sales reps on the road, meeting potential clients face to face and chatting them up to get them interested in their product or service.

Even though a personal approach is still important to engage with customers, it is no longer enough. You need to fill your sales pipeline faster and more efficiently to stay ahead of your competition.

Automating your sales lead generation process will speed up the process and ensure that you are not wasting any time on tedious tasks such as data entry, contact management, and outreach.

Lead generation is a key part of marketing and sales automation. Simply put, your lead generation process should be the automated pipeline that feeds into your sales pipeline to ensure you have enough prospects in there. It’s important to know how many leads are being generated and which source they are coming from so you can re-evaluate if the current sources are working.

Qualify the best opportunities

With a sales automation tool, ranking the sales-readiness of your prospects can be done automatically based on data gathered from the prospects’ website visits, social media habits, and other online behavior.

Sales automation software, especially tools based on artificial intelligence (AI), can pinpoint the most likely clients to close a deal. This helps sales teams focus on the most qualified leads, converting them into actual customers.

The AI capabilities of modern automation tools have advanced so much that they can reliably predict with which clients are not going to buy anything. These tools allow you to set up various rules and triggers for determining when to follow up with leads and when to move on.

Add value to customer communication

If specific target accounts aren’t ready to close a deal yet, lead nurturing can provide relevant and valuable content to help move them down the sales funnel. This is where sales automation can really shine, as it can send out automated email drip campaigns that will add value to customer communication without being too pushy or salesy.

Drip campaigns are a great way to nurture leads over time until they are ready to make a purchase or close a deal. These can be as simple as sending out an ebook, webinar invitation, or best practice document on your industry – all valuable information that will help the prospect grow their business and stay informed about the latest trends in the market.

Best of all – AI-powered tools can determine the perfect moment to send out these communications, so you don’t have to worry about over or under communicating with the potential customer.

Utilize data-driven forecasting

The amount of data that pours into a marketing or sales department on an average day is staggering. It can be difficult to decide where to focus your time and energy when you have so much customer data at your fingertips. A study that analyzed over 200 companies found that their sales forecasts were not accurate 75% of the time!

Most sales teams have to manually sift through their data, looking for correlations and patterns to help them make informed decisions about their sales process. However, with the advent of sales automation tools, this is no longer necessary.

Sales teams can now use data-driven forecasting to predict future sales based on historical data. This information can be used to determine what products or services to focus on, how many leads to generate each month, and what kind of budget to allocate for sales and marketing strategy.

Your sales reps can take all of their data and turn it into actionable insights with sales force automation. Previously, these analyses were reserved only for the most seasoned, experienced sales professionals. Now, with the help of modern automation tools and resources, even new hires can make well-informed decisions without needing to rely on more experienced colleagues for guidance.

Detailed reporting in one place

Automation allows you to create custom reports tailored to your sales team’s needs. You don’t have to click through dozens or even hundreds of different reports to get the information you need. Instead, all your reporting needs are presented through a single platform that is easy to use and understand.

With the right tools, you can get a detailed picture of all aspects of your sales process in one place – from lead scoring and nurturing campaigns to forecasting reports that show how accurate your forecasts were compared to past data.

Once everything is connected through automation platforms, it becomes easy for managers or executives to get an overview of the entire sales process and how different teams are performing. This information can help identify areas that need improvement and help make data-driven decisions about where to allocate resources to improve sales performance.

Save time with reminders and automated scheduling

It might seem like a small, relatively unimportant benefit in the grand scheme of things, but sales automation can save sales reps a significant amount of time when it comes to scheduling and reminders.

Sales teams often juggle multiple tasks at once, and it’s easy for something important to fall through the cracks. With automated reminders, however, this is no longer an issue.

Various tools allow you to easily schedule meetings with clients in advance or create recurring reminders for follow-ups. This ensures that every sales rep has the information they need when it counts – and no arrangements are forgotten about at the last minute!

Key outcomes

Based on all the advantages we described above, there are several key outcomes you can expect to see when you implement sales automation into your business:

  1. Increased sales productivity and efficiency
  2. More accurate forecasting and decision making
  3. Improved customer communication and nurturing
  4. Shortened sales cycle
  5. Increase in qualified leads and opportunities
  6. Increased revenue

In 2020, 61% of companies that leverage sales automation exceeded their revenue targets.

The bottom line is that sales automation drastically reduces the chance of human error. Sales teams are no longer responsible for spending a large portion of their day on mundane tasks that can be automated. And most importantly, sales automation creates a more consistent and reliable experience for customers.

All of this enables the company to scale more quickly and efficiently. Organizations can adopt their best-performing behaviors to maximize results.

Is sales automation here to stay?

16% of companies that use high-level automation scored more leads than those with low-level or no automation. This means that sales automation has become an integral part of 21st-century business and is here to stay.

It’s now easier than ever before for companies big or small to integrate sales automation into their existing processes. With the help of modern tools like automated scheduling reminders, data-driven forecasting models, intelligent chatbots, and other resources – any organization can take its sales game to the next level.

And when your employees find themselves having more time to focus on selling and less time on administrative tasks, that’s when you start to see the benefits of sales automation trickle down.


If you and your salespeople are tired of spending hours every day on the same tasks – whether it’s sending emails, uploading leads into your CRM system, or scheduling meetings with clients, then sales process automation is just what you need. It will help increase efficiency and productivity while reducing human error that can harm both customers and organizations alike.

And most importantly of all, implementing this level of automation will give your sales team the freedom to focus on what they do best – selling. Imagine the possibilities of what your sales team can accomplish when they aren’t bogged down by administrative tasks and the fear of missing a crucial meeting.

This is one trend that isn’t going anywhere anytime soon, so you might as well jump on board now!

However, if you’re still not sure whether or not sales automation is right for your business, we encourage you to reach out and speak with one of our experts at AI.corns. We’d be happy to help you determine which tools would work best for your specific needs.

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